London

London 16th November 2015

Joe Lopez

Head Channels & Alliances UK & Ireland

• Elastic– Sub-bullet

• Reliable– Sub-bullet

• Cost-effective– Sub-bullet

Thank You to Our Sponsors!

Agenda

12:00 – 13:00 Lunch

Registration & Networking

10:00-10:20

Welcome & Introductions

Joe Lopez - Head Channel & Alliances UKI

10:20-11:20

Keynote - Worldwide Partner Network

Terry Wise – Vice President Channel & Alliances

11:20-12:00

APN & Partner Competencies

Dorothy Copeland – Director, Global Partner Programs

09:00 – 10:00am

Agenda

Technology Partner

Track

13:00 – 13:45 Enabling the Enterprise

with AWS

Best Practices for a

Successful AWS Cloud

Journey, Leveraging APN

Going to Market with AWS in

the UK 2016

re:Invent key technology

announcements

13:45-14:30IT Transformation with

AWS

Building and Growing your

SaaS Business on AWS

How AWS invests in your

Cloud practiceSecurity Deep Dive

14:30 – 14:45 Break

14:45 – 15:30Programs to enable joint

GTM with AWS

Achieving Global Reach and

Scale with AWS

Delivering competitive AWS-

based solutions to mid-

market and SMB customers

New AWS IoT service

15:30 – 16:15What does a successful

Partnership look like?

ISV Panel Discussion:

Technology Partners Share

their Keys to Success

The economics of doing

business with AWS

New Database migration

services

16:30 – 17:30

Fireside Chat / Q&A

Andrew Jassy - Snr Vice President AWS

Niko Mykkanen – Head Channel & Alliances EMEA

Consulting Partner

Track Partner Accelerate Track Technology Track

Meet the Team

Charles Merry Antoine VaissieAllister McAlpine

Doruk AytuluHeather Ludecke Lewis Howarth

Cloud-Powered Digital Transformation

Backup and Recovery Archiving

Development and Test Databases

Digital Marketing E-Commerce

High Performance Computing

Content Delivery

Business Applications

Health

Enterprise IT

Gaming

“In 2014, the absolute growth of public cloud IaaS

workloads surpassed the growth of on-premises

workloads (of any type) for the first time.”

"Gartner Says Worldwide Cloud Infrastructure-as-a-Service Spending to Grow 32.8

Percent in 2015", May 18, 2015.

http://www.gartner.com/newsroom/id/3055225

Customers Succeeding with Partners

Public Sector Momentum

2,000 Government Agencies

5,000 Education Institutions

17,500 Nonprofit

What are customers asking for?

IoT Mobile Enterprise Apps Big Data Marketing &

CommerceLife Sciences Healthcare Digital Media

DevOps

Cloud Based SW Delivery AWS Marketplace

Cloud Adoption Framework

Security &

Governance

Backup

& DRManaged

Services

NetworkingMigration

London Calling: New AWS Region in UK!

Implementing SAP Solutions on AWS26th October 2015

Eamonn

O’NeillTechnology

Director

Skills and experience snapshot

■ Over 21 years of SAP Architecture and Project Delivery

experience

■ Lead of Lemongrass Cloud LoB

■ Certified on EAF, TOGAF, Netweaver

Seaco Global

1. About Seaco

– Seaco is the global leader in the leasing of Sea Shipping Containers. It has

over 1.2 million containers to manage using its IT landscape

– SAP Business Suite is the core solution used by all parts of the business.

2. Seaco had a requirement to move away from current Data Centres

– Old infrastructure was expensive and constraining

– Relocating to Singapore & Move entire IT landscape

– Improve Monthly Billing Run (taking up to 4 days per month)

– Be ready to onboard acquisitions

ERP CRM BW PI Portal GatewayContentServer

SolutionManager

Seaco Global - Strategy

3. We modelled the Costs to run on AWS

– All SAP and non-SAP Systems

– Include all designs needed to

run these systems on AWS

4. We helped map out a roadmap to a world class infrastructure

– Sequenced the build in line with

priorities and changes environment

– Created and Managed migration

plan

14x5Model

Migration (000's) Operations (000's)

ProjectReserved

InstanceSubtotal

AWS

Compute

AWS

Storage

Support

ServicesSubtotal

SAPSystems £65 £22 £87 £14 £55 £90 £159

14 -non-PRD £65 £22 £87 £14 £55 £90 £159

5 -POC(3mth) £0 £0

7 -PRD £0 £0

NonSAP £150 £20 £170 £31 £13 £120 £164

2 -Exchange £6 £2 £8 £2 £2 £10 £14

54 -AllOthers £144 £18 £162 £29 £11 £110 £150

£215 £42 £257 £45 £68 £210 £323

May June July August September October

Setup AWS

SAP Migration: Design & Build

DB Migration

Upgrade Assessment

PRD Archive PRD DR

Non-SAP Migration

TDMS & non-PRD Client Rebuild

SolMan Install & Config

Setup NOC

Seaco Global – Global Architecture

5. Solution needed to reach a global organisation

– All SAP and non-SAP Systems

– Include all designs needed to

run these systems on AWS

Singapore

Primary

Seaco WAN

Direct Connect

(100Mb)

LG Monitor Lemongrass

Support 3rd Parties

Remote

Seaco Users

Miami Shanghai Hamburg

VPN

VPN

VPN

Singapore

India

London Livorno Moscow 3rd Parties

Remote

Seaco Users

Remote Desktop

Services

Seaco Global – Migrate & Manage

6. We performed the migration work

– Extended team to cover all technologies

in scope

– Setup Network Operating Centre (NOC) to

ensure standards applied through all

build and support

7. We ran a Managed Service

– NOC created and managed tickets for

Cloud layer, OS Layer and Monitoring

– Created this as a Fixed-Price Service

Physical Infrastructure

Hypervisor

Backup & Recovery

OS Admin/

Patching/ Security

Basis Layer

Functional Layer Seaco

Lemongrass

AWS

Network

NOC

SAP

Technology

Non-SAP

Technology

SaaS

IaaS

SAP

Application

Non-SAP

Application

SaaS

Application

Migrated the

entire SAP

landscape to

AWS

Seaco Global - Outcomes

DEV QAS DR PRD

Migrated the

entire

Microsoft

landscape to

AWS

SQL SSCM

AD Sharepoint

Migrated the entire

Seaco specific

applications to AWS

Website

JIRA

Asset

TrackHR

Stream

Serve

Office365

■ Reduced SAP Billing Run 4d to 1d

■ Costs reduced by 50% (2016)

■ Improved Project Agility

Benefits Achieved:

2015 Partner Program LaunchesAPN Has Grown to Tens of Thousands of Partners Around the World

Doubled our Funding Benefits for

Partners

Launched New Partner Benefits

Defined Premier Tier Requirements

APN Healthcare Competency

APN Digital Media Competency

APN Marketing & Commerce Competency

APN Mobile Competency

APN Webcasts

Opportunity Registration

Marketplace Consulting Partner Program

7 New Quick Starts

Windows Workloads on AWS Bootcamps

Managed Services Validation Audit

AWS Direct Connect Solution Bundles

AWS Partner Solutions Training

APN Security Competency

ProServices Bootcamp Training

Data Analytics Bootcamps

Solution Training for Partners

New Business Professional Online Training

New Technical Professional Online Training

Advanced Level Technical Training Classes

Security Fundamentals Training on AWS

Security Operations Training on AWS

Advanced Technology Partners

UKI Premier Consulting Partners

2016 AWS Premier Consulting Partners

Copyright ©2015Cloudreach limitedNot if. When

Cloudreach - AWSPresented by Pontus Noren – Co Founder Cloudreach

Case studiesCloudreach has consistently attracted, retained and thrilled our clients with knowledgeable, precise and

friendly delivery of products and services. We are frequently selected to be the partner for cloud and IT

transformation because of our forward looking, agile and no-nonsense approach

According to Jeremy Ward, Senior Vice President

for IT at Kempinski:

Cloudreach developed AWS innovations to meet

the specific challenges of our geographically diverse

locations, and we’re very happy with the work …

Cloudreach is certainly one of the better IT suppliers

we’ve worked with, and we’re very happy with their

approach, project management skills and flexibility.

They’ve had to come up with some innovative

solutions

Not if. When

”

“

Private and Confidential Copyright ©2015

The leading public cloud enabler V Customers26

Customer perspective

… technical knowledge has

consistently allowed The

Economist Group to achieve

their milestones on time or

early through the course of a

tightly managed project

Brendan McPartlan, VP of

Operations and Infrastructure,

The Economist

Customer overview

● Established in 1843 to campaign

on one of the great political issues

of the day, The Economist goes to

press each Thursday and is

available in the world's major cities

the following day (or soon

thereafter)

● The Economist Group employed c.

1,300 people in March 2014 and

has revenues of c. £332m,

operating profit of c. £59m

● As of March 2015, Economist.com

receives 47m page views and

>12m unique visitors, both up c.

30% from prior year

● Traffic from Twitter and Facebook

has tripled

● Espresso app has been

downloaded 800,000+ times with a

200,000+ weekly readership

Customer challenge

● Was running in a fully managed

hosted data centre

● Processes not automated and

difficult and costly to scale the

operation

● High running costs

● Sales and number of visits to the site

are growing rapidly

● Driving growth and sales

internationally

● Needed a strategy for future cloud-

based projects

”

“

Cloudreach delivery and outcome

● Fully project-managed by

Cloudreach + Cloud Architect &

Systems Developer

● Proof of Concept for new site

implemented, repurposed as a

staging environment

● Full production & Disaster Recovery

build and migration to new

infrastructure setup

● ROI period of 7.4 months, with

savings over 3 years of $1.79m

● Availability and high performance –

especially during peaks

● Stable platform to support future

growth – 99.99% uptime measured

since migration

“

Private and Confidential Copyright ©2015

The leading public cloud enabler V Customers27

I’m extremely pleased with

our Cloudreach

engagement. Not only have

they worked seamlessly

within our existing team,

they have added valuable

AWS specific knowledge

and experience that has

driven the success of this

project

Giles Bentley , Director of Dev &

Operations, Time Inc. UK

● Leading global publisher of 90+

magazines – most notably its

namesake Time; other magazines

include Sports Illustrated, Travel +

Leisure, Food & Wine, Fortune,

People, InStyle, Life and Golf

● c. 8,000 staff and a digital

enterprise with 40+ global brands

● Public company with annual

revenue of c. $3.2bn

● Pursuing aggressive digitisation

strategy

● Needed to move data centre out of

midtown Manhattan location as part

of office relocation

● Desired increased frequency and

reliability of product updates in digital

estate

● Sought to reduce ongoing total cost

of ownership of delivering Enterprise

and Digital IT

● Business driving more digital

initiatives requiring more agile and

cost effective infrastructure

● Data centre migration to AWS to

retire 1,100 Virtual Machines /

servers with 150+ applications and

3TB data

● Heavier reliance on automation

sought to drive higher output of new

digital environments

”

“ ● Created and deployed Cloud

Adoption Program for Time Inc.

enterprise team

● Six parallel projects as part of

ongoing program to “MTC – Move

to the Cloud”

● Cloud Platform spend increased to

>$350k per month over six months

(from $72k)

● Created standards, governance

model, documentation, wiki and

knowledge transfer

● Change program including

classroom training, “engineering

boost sessions,” and lunch & learn

forums

● Cloud Platform deployed including

FinOps training, governance

Customer perspective Customer overview Customer challenge Cloudreach delivery and outcome

What makes these partners stand out?

7 Steps to building a successful AWS practice

1. Build teams and develop AWS Experts,

and Reward them

Develop Experts and Reward Them

Delivery

Certification goal as a % of tech

staff

Certification incentives

Professional incentives

Multi-Cert “Master” incentives

Create an AWS University Program

Sales

Dedicated AWS sellers

100% business and technical

accreditation

Compensation skewed towards net new

Link compensation to new delivery

channels

Ability to sell specific solutions AND

transformation

Partners committed to Accreditations

and AWS Certifications are achieving at

least 10 times more revenue

2. Specialize via Competency &

Solution to provide Deep Value-Added

Services on AWS

APN Competency ProgramRecognizing Partners with Proficiencies in Key Solutions, Verticals & Infrastructure

Key Benefits:

Enables Differentiation

Larger 2016 Funding Benefits

Featured on the AWS Solutions

Pages

Prioritized Marketing Activities

Highlighted on Partner

Directory

Big Data Mobile Security Storage

Marketing &

Commerce

Digital Media Healthcare Life Sciences

Microsoft SAP Oracle DevOps

Enabling Vertical Markets

• Partners provide their market expertise to customers

• AWS enables partners to develop secure, scalable and innovative

solutions to increase customer value in key markets

Vertical-focused APN Competencies:

Digital Media Life Sciences Healthcare Financial Services(coming in 2016)

Announcing DevOps Competency

AWS Partners who offer an array of powerful services and tools to support AWS

DevOps practices.

Continuous Integration & Delivery Configuration Management DevOps Consulting Partners

Migration Competency- Coming Soon

IAMAWS Elastic Beanstalk AWS OpsWorksAWS CloudFormation AWS Direct Connect

Technology and Consulting Partners

Infrastructure and Application Discovery

Server Migration

Data migration, synchronization and

management

Tools for rapid, mass infrastructure migration

AWS Managed Service Program

Validated AWS Technology Partners to Enable MSPs

Plan & Design Migrate & Build Run OptimizeSecure

AWS Managed Service UK Partners

AWS Managed Service Partners

3. Leverage AWS Solutions

AWS Quick Starts

SAP HANA

Reference deployments for rapidly deploying fully functional software on the

AWS cloud, following AWS best practices

Remote

Desktop

Gateway

AWS Developer and Management Tools

4. Build SaaS Solutions on AWS

AWS Software as a Service ProgramEnabling modern software delivery

New Product Development

• Office Hours

• SaaS Webcasts

• Reference Architectures

• Innovation Sandbox

New Customer Acquisition

• AWS SaaS Test Drive

• AWS Marketplace Listing

• GTM Market Campaigns

• SaaS POC Benefits

5. Leverage AWS Marketplace

AWS Marketplace 2015

AWS customers use 143 million hours a month of Amazon

EC2 for AWS Marketplace software products

35 categories, and more than 2,300 software listings from

over 800 ISVs

Congratulations re:Invent launch partners

6. Leverage New AWS Service Offerings

AWS Services represent partner opportunity

Data Migration Mobile Internet of Things

Advanced Analytics

Snowball S3

Database

Migration

Service

RDS Aurora

Cognito

Device Farm Kinesis

Lambda Lambda

IoTAPI

Gateway

Kinesis

RedShiftEMR Machine LearningQuickSight DynamoDBRDS Aurora

Internet of Things

Market opportunity Announcements

IoT Hardware Launch Partners and IoT Cloud partners

• IoT is the biggest opportunity since the Internet

and Big Data with a forecasted revenue of $1.7T

by 2020 (IDC)

• AWS addressed the challenge of scale for IoT but

customers require full end-to-end solutions

• IoT has the largest ecosystem needs from

hardware manufacturers to analytics

AWS IoT Hardware Program

AWS IoT Competency –

coming soon

Help our customers kick start their IoT

initiatives with Starter Kit powered by AWS

Help our customers selected the right

partners throughout the ecosystem for

their IoT projects.

7. Leverage APN Investments

7. AWS investments in your success

DevelopWins that Demonstrate

AWS Experience

IncreaseCapacity for Delivery of

AWS Solutions

BuildPipeline with Qualified

AWS Opportunities

AccelerateCustomer Onboarding

of Enterprise Workloads

Partner Enablement: 2015 Doubled investment in training programs

Benefits: Expanded funding benefits by APN tiers

APN Webcast: On-demand business & technical videos

Customer Opportunity Registration: Receive support as you pursue opportunities

Partner Directory: Customer-facing listing of Standard, Advanced & Premier

POCs provide higher long-term revenue growth: Average 150%+ YoY growth

Cloud-Powered Transformation Requirements

Build Solutions to map

to Competencies

Become Trained

and Certified

Bring your solutions and

Leverage Marketplace

Collaborate with

other partners

Engage our

field sellers

Dorothy Copeland

Director, AWS Global Partner Programs

Why Partners are Working with AWS

“AWS has helped us push the envelope by allowing us to focus on what we’re good at, which is innovation.” – Accenture

“We are demonstrating to our customers that we focus on working closely with best in breed companies.” – Software AG

AWS allows us to future-proof our architecture.” – Atlassian

What Partners are Saying about the AWS Partner

Network

"The relationship with the APN has had a fundamental impact in both how we can grow and scale, and mature our business.“ – Cloudreach

“The APN program has been very important to our work with Amazon.” – NetApp

“As an APN partner with AWS, Cognizant leverages our relationship to unlock value from the cloud.” -Cognizant

AWS Partner NetworkOur foundational partner program for

partners of all types

AWS Partner Network

Tens of Thousands of Companies

Around the World are APN Partners

Over half are outside the US

Premier, MSP and Competency Partners grew their AWS revenue 100%+ faster

AWS Partner Network (APN)

Provides resources to create AWS offering

Delivers training and enablement for your employees

Offers programs to enable your delivery

models

Enables you to differentiate and market your AWS-based offerings

Helps you to drive revenue on AWS

APN Structure

Consulting PartnersProfessional services firms that help customers of all sizes design, architect, migrate, or build new applications on AWS

Consulting Partner Tiers:Premier

Advanced

Standard

Registered

Technology PartnersCommercial software and Internet services companies that provide software solutions that are either hosted on, or integrated with, the AWS platform

Technology Partner Tiers:Advanced

Standard

Registered

Business Enablement Benefits

• Online Business Professional Training & Accreditation

• Business Whitepapers – “How to Build Your Business on AWS: Best Practices for

Consulting Partners”

– “How to Build Your Business on AWS: Best Practices for Technology Partners” coming soon!

• Joint Business Planning & Quarterly Reviews– Business Practice Planning Template

– AWS Partner Development Managers

Technical Enablement Benefits

• Online Technical Professional Training & Certification

• Funding for Instructor-Led Training

• Technical Whitepapers for Partners

• Product Development Credits

• AWS Quickstarts

• Technical Webcasts

• AWS Professional Services engagement

• Professional Services Bootcamps

• AWS Partner Solution Architects

Why Technical Enablement is Important

• Customer Satisfaction &

Successful Outcomes– Customers are asking for AWS Certified

resources for their projects

• Security is a shared responsibility

• Benefits of cloud: Operational

efficiency & Cost-optimization

• Learn how to create greater agility

“When our employees

achieve associate and

professional certifications,

we see an improvement in

their performance, their

knowledge, their ability to

architect good solutions and

working with customers.” -

Clearscale

Sales Enablement & GTM

• Partner Solutions Training

• Customer Opportunity Registration

• Engagement with AWS Sales Teams

• Proof-of-Concept Credits & Funding

• AWS Test Drive

• AWS Marketplace

“Immense amount of tools and

resources, co-marketing events have

really lended to the accelerated success

that we’ve enjoyed thus far. We’re

excited about what we’ve done with

APN.” - Fortinet

Opportunity Registration for Partners

Enables your sales team to notify AWS about sales opportunities

Information goes to your AWS Partner Development Manager

When closed, contributes to your APN revenue requirements

Marketing Benefits

• AWS Branding

• AWS Partner Directory

• Market Development

Funding

• AWS Credits for Free

Trials

• Marketing Digital Content

• Promotion of Competency

& MSP Partners

APN Partner Tiers & RequirementsConsulting PartnersRegistered

Standard$1K/month in AWS billings

2 AWS Certifications

2 customer References

Advanced 6 AWS Certifications

$50K/month in AWS billings

6 Customer References

Premier28 AWS Certifications

AWS billings per region

10 Customer References

Technology PartnersRegistered

Standard2 Customer References

Developer+ AWS Support

Offering in General Availability on AWS

Advanced Offering in General Availability on AWS

$50K/Month in AWS billings or APN Competency

6 Customer References

Pass the Well-Architected Review

Business+ AWS SupportAPN Competency

MSP or DevOps

Business+ AWS Support aws.amazon.com/partners

APN Partner Programs

Delivery Model Go-To-Market

Channel Reseller Program

MSP Partner Program

SaaS Partner Program

Test Drive Program

AWS Marketplace

Government Partners

Competency Program

Expertise

Direct Connect Partners

Partner Funding Benefits

APN Competency Program

Key Benefits:

• Enables Differentiation

• Larger 2016 Funding Benefits

• Featured on the AWS Solutions Pages

• Prioritized Marketing Activities

• Highlighted on Partner Directory

Recognizing Partners with Proficiencies in Key Solutions, Verticals & Infrastructure

Big Data Mobile Security

Storage

Marketing & Commerce

Digital Media

Healthcare Life Sciences

Microsoft SAP Oracle

DevOps

Coming in 2016: Cloud Migration, IoT, Security for Consulting, Financial Svcs

AWS Competency Program“Being an APN

competency holder

sends a signal to the

market that we have

the right capabilities to

serve our customers.” –

Cognizant

“We’re an advanced

partner, as well as have

multiple competencies,

and that really shines

through to our

customers and to our

prospects.” - Looker

AWS Managed Service Program

• AWS has created the standard for Cloud Managed Services

• MSPs must pass an in-depth 75+ point Validation Audit, covering:• Build

• Migration

• Performed by an objective 3rd party auditing firm

• Includes validated Technology Partners that are MSP Enablers

• Benefits for MSPs: Larger Funding Benefits from AWS in 2016

$110B projected managed services revenue within the total cloud market. - 451 Research

VALIDATED AWS TECHNOLOGY PARTNERS TO ENABLE MSPS

• Automation• DevOps

• Optimization• Security

• SLAs• Monitoring

AWS Channel Reseller Program

What is it? • Enables qualified APN Consulting

Partners to resell AWS Services to both commercial and public sector AWS Customers

Who Should Apply?• Consulting Partners at the Standard

Tier and higher

• Ideal for APN Partners building value-added offerings on AWS

• AWS MSP Partners

• Government-focused Integrators

Why Should You Apply?Key benefits include:

Reseller discounts on AWS Services and Support

Alignment with AWS sellers

Reseller branding

APN Resources & Tools

AWS Partner Directory

List your Company’s:

• Profile

• Solutions

• Services

• Case studies

• AWS Marketplace Listing

• AWS Programs

APN Partner Portal

Exclusive partner content

APN Webcast Program

AWS Training

Funding benefits

Marketing resources

Opportunity registration

Partner program information

APN WebcastBusiness & Technical Topics:

AWS Technical 101

AWS Architecture

Pricing AWS

Cloud Migration

AWS Storage

SaaS Overview

SaaS Migration

APN Programs

Go-to-market with AWS

Learn about APN Funding Benefits

Content Syndication

AWS Solutions AWS Products Resources & Media

Automates the distribution of AWS Content for Partner

websites & campaigns

AWS Email Platform for Partners - GRID

What is Cloud

ComputingAWS MarketplaceBig Data on AWS AWS Workspaces

Dev & Test Windows Server on AWS Websites on AWS Test Drive

Marketing Best Practices Guides

Email Campaigns Writing Case Studies

AWS Sponsorship Hosting Events

Impactful Webinars

Social Media

Partner Communications

• AWS Partner Webpages aws.amazon.com/partners

• APN Blog aws.amazon.com/blogs/apn

• Partner Success Stories aws.amazon.com/partners

• Twitter Follow @AWS_Partners

• APN Email Newsletter Sign up at

aws.amazon.com/partners/newslett

er

7 Steps to Building a Successful AWS Business

1. Build teams and develop AWS

Experts

2. Specialize and provide deep value-added services on AWS

3. Leverage AWS Solutions

4. Build SaaS Solutions on AWS

5. Leverage AWS Marketplace

6. Leverage new AWS Services Offerings

7. Leverage APN Investments

Thank You!dorothyc@amazon.com

London